Sales Customer Service
Resume:
ERIC EARL
Marshall, MI *****
E-mail: *********@*****.***
Summary of Qualifications
Sales/Business Management professional with performance-driven skills and
experience. More than 25 years of exceptional achievement in progressively
responsible positions serving a variety of markets and industries.
Expertise in strategic planning, market development, and solution-based
problem solving. Proven Sales achievement, featuring strong relationship
development based on Value-Added. Experienced in all phases of Marketing,
including market analysis, development of marketing strategy, and creation
of promotional materials. Outstanding business writing and computer
skills. Accomplished in developing strategic partnerships and alliances,
and building and leading cross-functional management and work teams.
Strong interpersonal, communication, presentation and project management
skills. Motivated and capable in serving as a strategic leader in
improving Sales and Business Performance, creating business value, and
leading through change. Experienced in writing and negotiating contracts.
Professional Experience
Univertical Corporation Angola, Indiana
2004 - 2013
World-class manufacturer of anodes and chemicals for the metal finishing
industry, including printed circuits and semiconductors. Global supplier
with plants in the U.S. and China, with annual sales exceeding $40 million.
Vice-President, Sales & Marketing - Univertical North America
. Developed a pro-active Distribution Management strategy that led to the
development of three major new distributor relationships and distributor'
Sales growth of more than 30% in less than three years.
. Grew sales of the company's most profitable and unique product by more
than 40% during a focused 18-month campaign through the use of Value-
Added selling and a focus on superior product quality.
. Negotiated and developed a business relationship with a significant non-
plating customer that generated more than a $1 million in annual sales
and created a new operational capability for the organization.
. Delivered measurable improvements in Customer Satisfaction through
management of the Customer Service and Inside Sales capabilities,
focusing on Continuous Improvement and the implementation of Customer
Relationship Management software and related capabilities.
. Achieved exceptional buy-in across the organization for a stronger focus
on Sales and the customer. Utilizing hard work, passion, and a "can do"
attitude, fellow employees became motivated to make the effort to deliver
superior service-and-support in the pursuit of new business.
Caster Concepts, Inc. Albion, Michigan
2003 - 2004
A leading manufacturer of heavy duty and custom casters, wheels and
rollers. Caster Concepts serves a wide variety of industrial markets
throughout the U.S., with annual sales in excess of $6 million and more
than 35 employees.
Director, Sales and Business Development
. Developed a comprehensive Sales Management methodology with clearly
defined performance expectations
and formalized processes related to territory planning, lead
generation, follow-up, and communications.
. Delivered comprehensive analysis of historical product-line sales and
profit performance.
. Conceived and implemented a price strategy to capture additional market
share and maximize profitability.
. Developed marketing and sales plans for two new business units.
. Designed a comprehensive customer communication strategy utilizing newly
created flyers and brochures.
. Served as the primary internal facilitator for a major General Ledger
software conversion.
. Significantly upgraded company performance in a number of marketing
related functions.
American Grease Stick Company Muskegon, Michigan
2002 - 2003
Industry leading manufacturer and marketer of products to the Automotive
Aftermarket, with $18 million in annual sales and more than 70 employees.
Vice President - Sales & Marketing
. Developed a comprehensive consulting "blueprint" assessing the company's
current market position and competitive
advantages, and laid the groundwork for future growth and
development, including new products and new markets.
. Maintained a $6 million dollar, multi-state territory and generated first
year growth of more than 12%.
. Led the development of a second-generation Pouch Pak marketing program
that was projected to generate an annual
growth rate of >50% over five years.
. Gained widespread acclaim from customers and manufacturers
representatives for outstanding communication, follow-up
and customer service.
. Conceived sales support strategies to revive a product category and
achieve annualized growth of more than 20%.
. Greatly exceeded ownership's expectations for learning and mastering a
new industry within a 90 day timeframe.
. Completed Leadership Capital Group's Executive Management Development
program.
Haviland Products Company Grand Rapids, Michigan
1985 - 2002
A leading regional manufacturer and distributor of chemicals, chemical
compounds, and value-added services to a wide variety of end-use markets,
with $35 million in annual sales and more than 100 employees.
Manager - Sales/Marketing/Purchasing
1998 - 2002
. Led a cross-functional business team in developing a new, totally
diversified operation. Negotiated
a multi-year partnership with a Fortune 100 company with a
projected ROI of over 400%.
. Negotiated with vendors to achieve cost savings resulting in a 40%
increase in gross margin.
. Designed a comprehensive business plan that produced almost $100,000 in
sales growth in the first six months.
. Implemented a cross-functional materials management team to speed the
integration of cost savings and strategies.
. Active member of top management's Growth and Tactical Teams which
developed corporate strategy and spearheaded
business and market development initiatives.
. Developed Supply Chain Management strategy that resulted in the growth
and retention of four high-profit accounts.
. Led the analysis, strategic development and implementation of new
technology solutions that resulted in strong gains
in productivity and improved customer retention.
Sales & Marketing Manager
1991
- 1998
. Increased bottom-line profitability by more than 900% through a
combination of sales growth, margin enhancement,
and implementation of a greatly improved incentive program.
. Directed the efforts of a 15 member sales & technical service team in
generating sales revenue growth of more than 50%
in a declining market through the development of a niche marketing
strategy targeted at a specific industry segment.
. Developed a new strategic plan to assure sustainable competitive
advantage.
. Increased national account business by more than 60% based on the
development of a new operational process and the
negotiation of a major long-term agreement with a Fortune 500
company.
. Pioneered the use of self-directed teams which significantly improved the
management of the business.
Specialty Chemical Marketing Manager
1989 - 1991
. Expanded specialty sales by more than 25% through a variety of customer-
driven initiatives aimed at increasing business
with existing accounts.
. Led a re-engineering effort to analyze and restructure all functions of a
sister company, helping them avoid closure.
Account Manager
1985 - 1989
. Increased territory sales by more than $500,000
. Expanded penetration into new geographic market resulting in the addition
of 18 new customers
Education
The University of Michigan
. Bachelors Degree in Business Administration - Marketing & Finance focus.
. Graduated "With Distinction"
. Member of Psi Upsilon Fraternity - served as President, Vice-President,
Steward
. Board member of University's Fraternity Buying Co-Operative
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